Cultural dynamics in global account management: exploring India-Germany GAM relationships through mixed methods research
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| Format: | Abschlussarbeit Buch |
| Sprache: | English |
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Bamberg
2025
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| Online-Zugang: | kostenfrei kostenfrei Inhaltsverzeichnis |
| Beschreibung: | XI, 192 Seiten Diagramme |
| DOI: | 10.20378/irb-106195 |
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Datensatz im Suchindex
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Table of Contents List of abbreviations.VIII List of figures.χ List of tables. XI 1 Introduction. 1 1.1 Background and relevance of the dissertation. 1 1.2 Aim, objectives, and research questions. 2 1.3 Structure of the dissertation. 3 2 Literature Review. 6 2.1 Key account management. 6 2.1.1 Terminology and definition. 6 2.1.2 A literature review and evolution of KAM from 1960 - 2023. 8 2.1.3 Intrinsic principles of relationship marketing in KAM. 12 2.1.4 Limitations and opportunities for further
research. 14 2.2 Global account management. 15 2.2.1 Terminology, definition, and comparison of KAM vs. GAM. 16 2.2.2 Hypothetical example of GAM implementation. 17 2.2.3 Multifaceted and diverse nature of GAM literature. 18 2.2.4 Benefits and implementation of GAM. 21 2.2.4.1 Benefits of GAM for Suppliers and GAs.21 2.2.4.2 Deciding when to implement a GAM program in supplier organizations. 22 2.2.5 Three-Dimensional Global Account Management (3D-GAM) framework. 24 2.2.5.1 Strategic dimensions. 25 2.2.5.2 Tactical dimension. 28 2.2.5.3 Operational dimension. 31 2.2.6 Limitations and opportunities for further research. 34 2.3 National culture. 35 III
2.3.1 Definition. 35 2.3.2 Key theoretical models and frameworks in national culture studies.37 2.3.3 Impact of national culture on individual behavior and business practices. 44 2.3.4 Impact of national culture on GAM. 46 2.3.5 Limitations and opportunities for further research. 47 2.4 Organizational culture. 49 2.4.1 Definition and terminology. 49 2.4.2 Key theoretical models and frameworks of organizational culture.50 2.4.3 Organizational culture and internal network dynamics. 55 2.4.4 Organizational culture and external network dynamics. 56 2.4.5 Limitations and opportunities for further research. 57 3 GAM and Organizational Culture: A Literature-based Conceptual Model. 59 3.1 Abstract. 59 3.2 Introduction. 60
3.3 Building theoretical foundation. 62 3.3.1 Theoretical framework and models. 62 3.3.1.1 CAGE distance framework. 62 3.3.1.2 The interaction model of IMP group. 63 3.3.1.3 The ARA model of IMP group.65 3.3.1.4 The network model of KAM.67 3.3.2 Theoretical foundations for developing integrated model. 68 3.4 Research methodology. 70 3.4.1 Literature review. 71 3.4.1.1 Primary and secondary research. 71 3.4.1.2 Conducting literature research.72 3.4.2 Study’s approach for literature research.74 3.4.2.1 Literature review. 74 IV
3.4.2.2 Methodological approach to developing the conceptual model. 76 3.5 Research findings. 77 3.6 Research implications. 81 3.6.1 Theoretical implications. 81 3.6.2 Managerial implications. 82 3.7 Limitations and directions for future research. 83 4 The Cultural Factors in GAM. 84 4.1 Abstract. 84 4.2 Introduction . 85 4.3 Literature review. 86 4.4 Cultural factors in GAM: Case of Indian buyers and German suppliers. 89 4.4.1 Research methodology. 89 4.4.2 Data collection and
data analysis. 90 4.4.2.1 Data collection. 90 4.4.2.2 Data analysis.93 4.4.3 Research findings. 94 4.5 Comparative analysis of managing cultural diversity in GAM from Indo-German perspectives. 100 4.5.1 Research methodology. 100 4.5.2 Data collection and data analysis. 101 4.5.2.1 Data collection.101 4.5.2.2 Data analysis. 101 4.5.3 Research findings. 103 4.5.3.1 Indian-German business dynamics through Trompenaars’ model. 104 4.5.3.2 Framework for cultural performance in managing Indian GAs. 106 4.6 Research
implications. 109 4.6.1 Theoretical implications. 109
4.6.2 Managerial implications. 110 4.7 Limitations and directions for future research. 111 5 Fuzzy-Set Qualitative Comparative Analysis Approach to GAM Performance. 112 5.1 Abstract. 112 5.2 Introduction. 113 5.3 Theoretical background. 114 5.3.1 GAM performance as a multifaceted dimension. 114 5.3.2 Factors influencing GA performance. 115 5.4 Conceptual model and research propositions.118 5.5 Research methodology. 120 5.6 Data collection. 122 5.6.1 Structured enquiry in survey designing.122 5.6.2 Respondent demographics. 122 5.6.3 Data collection
approach. 124 5.7 Data analysis. 124 5.7.1 Data screening andreliability test. 125 5.7.2 Data calibration. 126 5.7.3 Truth table. 126 5.8 Research findings. 127 5.8.1 FsQCA configurations. 127 5.8.1.1 FsQCA configurations in the Indian context. 128 5.8.1.2 FsQCA configurations in the German context. 132 5.8.2 FsQCA correlations between GA performance and cultural factor. 136 5.8.3 Testing FsQCA configurations. 137 5.8.3.1 Testing FsQCA configurations for Germany. 137 5.8.3.2 Testing FsQCA configurations for India. 139 5.9 Research
implications. 141 VI
5.9.1 Theoretical implications. 141 5.9.2 Managerial implications. 142 5.10 Limitations and directions for future research. 143 6 Discussions and conclusions.145 6.1 Summary of key findings. 145 6.2 Reflections on research aims and objectives. 146 6.3 Concluding remarks. 148 7 References.150 8 Appendices.179 8.1 KAM and GAM literature summary. 179 8.2 National and organizational cultureliterature summary. 182 8.3 Theoretical models and frameworks on national culture.185 8.4 Theoretical models and frameworkson organizational
culture. 186 8.5 Qualitative interview questionnaire. 188 8.6 Informed consent for qualitative interviews. 188 8.7 FsQCA survey guidelines. 190 8.8 E-Mail invitation for fsQCA survey.192 Vil |
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| spelling | Kadam, Nayan 19XX- Verfasser (DE-588)1356787223 aut Cultural dynamics in global account management exploring India-Germany GAM relationships through mixed methods research Nayan Tukaram Kadam Bamberg 2025 XI, 192 Seiten Diagramme txt rdacontent n rdamedia nc rdacarrier Dissertation Otto-Friedrich-Universität Bamberg 2024 Unternehmen (DE-588)4061963-1 gnd rswk-swf Business-to-Business-Marketing (DE-588)4631075-7 gnd rswk-swf Kundengruppenmanagement (DE-588)4197319-7 gnd rswk-swf Deutschland (DE-588)4011882-4 gnd rswk-swf Indien (DE-588)4026722-2 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Indien (DE-588)4026722-2 g Deutschland (DE-588)4011882-4 g Unternehmen (DE-588)4061963-1 s Kundengruppenmanagement (DE-588)4197319-7 s Business-to-Business-Marketing (DE-588)4631075-7 s DE-604 Erscheint auch als Online-Ausgabe 10.20378/irb-106195 urn:nbn:de:bvb:473-irb-1061953 https://doi.org/10.20378/irb-106195 Verlag kostenfrei Volltext https://nbn-resolving.org/urn:nbn:de:bvb:473-irb-1061953 Resolving-System kostenfrei Volltext Digitalisierung UB Bamberg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=035509540&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Kadam, Nayan 19XX- Cultural dynamics in global account management exploring India-Germany GAM relationships through mixed methods research Unternehmen (DE-588)4061963-1 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd Kundengruppenmanagement (DE-588)4197319-7 gnd |
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| title | Cultural dynamics in global account management exploring India-Germany GAM relationships through mixed methods research |
| title_auth | Cultural dynamics in global account management exploring India-Germany GAM relationships through mixed methods research |
| title_exact_search | Cultural dynamics in global account management exploring India-Germany GAM relationships through mixed methods research |
| title_full | Cultural dynamics in global account management exploring India-Germany GAM relationships through mixed methods research Nayan Tukaram Kadam |
| title_fullStr | Cultural dynamics in global account management exploring India-Germany GAM relationships through mixed methods research Nayan Tukaram Kadam |
| title_full_unstemmed | Cultural dynamics in global account management exploring India-Germany GAM relationships through mixed methods research Nayan Tukaram Kadam |
| title_short | Cultural dynamics in global account management |
| title_sort | cultural dynamics in global account management exploring india germany gam relationships through mixed methods research |
| title_sub | exploring India-Germany GAM relationships through mixed methods research |
| topic | Unternehmen (DE-588)4061963-1 gnd Business-to-Business-Marketing (DE-588)4631075-7 gnd Kundengruppenmanagement (DE-588)4197319-7 gnd |
| topic_facet | Unternehmen Business-to-Business-Marketing Kundengruppenmanagement Deutschland Indien Hochschulschrift |
| url | https://doi.org/10.20378/irb-106195 https://nbn-resolving.org/urn:nbn:de:bvb:473-irb-1061953 http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=035509540&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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